Introduction
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. David Skok, accompanied by several other speakers, breaks this journey down into 9 distinct stages and explains the playbook at each stage.
Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
The nine phase process at the heart of Zero to 100 covers the major mistakes that David made personally as an entrepreneur, and what he sees startups making daily in his work as a VC investor and board member. In David’s words: “I can’t tell you how much pain and expense those mistakes cost me personally. I am truly excited about the concepts that we cover, as I believe they have the chance to save you going through that pain and expense.”
The Zero to 100 Event
Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue.
Please find below the primary videos for They have been broken down into smaller blocks to make them more easily digestible.
Prefer Slides instead of Video?
Should you wish to access the slides on SlideShare to skim through the material, links to those are listed below:
- Zero to 100 – Part 1: Intro + First Section
- Zero to 100 – Part 2: Building a Repeatable, Scalable Growth Process
- Zero to 100 – Part 3: Founder-led Selling – Pete Kazanjy
- Zero to 100 – Part 4: Building a Sales Team – Stephanie Schatz
- Zero to 100 – Part 5: SaaS Business Model & Metrics
- Zero to 100 – Part 6: Experiences putting Theory into Practice
- Zero to 100 – Part 7: The Role of the CEO
Intro Video
Founder Led Selling - Pete Kazanjy
Intro
Founder's reactions
to Sales (optional)
Finding
Product/Market Fit
Finding a
Scalable Sales Model
Repeatable, Scalable & Profitable Growth - David Skok
Product Market Fit
Finding a Repeatable Growth Process - Part 1
Finding a Repeatable Growth Process - Part 2
Choosing a Go-to-Market Model
Making your Growth process Scalable and Profitable
Fixing Broken Funnels
The Product is your Salesperson - Shorten your Time to Wow!
Building a Sales Team - Stephanie Schatz
Intro to Stephanie, CRO Xamarin
Building a Sales Organization - 1
- Philosophy of how to sell
- Sales team structure in the early days
- Recruiting & Interviewing Sales people
Building a Sales Organization - 2
- Onboarding your first sales hire
- Sales Enablement in the early days
- Sales Compensation
- Pipeline Management
- Forecasting
- Business Planning
- Quotas
- Sales Enablement in the later phases
Building a Sales Organization - 3
- How to Manage the Board
- Culture and Team Motivation
- The Scaling Phase
- Sales Team structure in the Scaling Phase
- Sales Operations
- Executive Recruiting
- Partner Sales
- How to Accelerate a Sales Team
- Nuggets of Wisdom
The SaaS Business Model & Metrics - David Skok
The SaaS Business Model & Metrics
- The three components of Bookings in SaaS
- Funnel Metrics to drive Bookings
- Salesforce Metrics
- Aligning Sales & Marketing using MQL’s
- Understanding Churn and how to get Negative Churn
T
Unit Economics
- CAC & LTV
- The SaaS Cash Flow Trough
- The importance of Gross Margins
- Using Unit Economics to understand your Customer Segments
- Salesperson Unit Economics
- Collecting Cash Upfront
- Summary of the Key Levers to drive a SaaS business
Putting Theory into Practice - Mark Gally
Part 1
Part 2
- Zaius’s perfect SaaS Bookings Chart
- Diagnosing what went wrong before Mark took over
- Scaling Sales before they had a repeatable process
- Too few Design Partner Customers
- Had not found the killer single use-case
- How Mark finds a Repeatable Sales Process
- Identifying the Ideal Customer Profile (ICP)
- How Mark drove 150 customer conversations in 2 months
- What do you want to learn in those conversations?
- Who will pay?
- For what product?
- How much?
- Determine the right go-to-market (Enterprise, High Velocity, PLG, etc.)
- How Mark Applied the Zero to 100 phased approach
The Role of the CEO - David Skok
- Vision & Strategy
- Leadership
- Building a team / Executive Recruiting
- Prioritization and Focus
- Setting the accelerator pedal
- Operational management
- Culture
- Fundraising
